What is one of the most common questions and concerns for the advice industry at the moment? I bet most of you would say: “where do I find clients and how do we grow our business?”
I want to share a little secret with you, even though through this I may be giving away potential clients for Wealth Enhancers. There are a large amount of people who want advice and have already been exposed to your business but you would be none for the wiser.
Here are three ways we attract new clients:
1. Website converters
Most financial consultancy related websites attract anywhere between 50 -1000 unique visitors per month and research shows that 99 per cent of those visitors never actually call, email or enquire. The cost of engaging a specialist website conversion expert is prohibitive and as a result, many in the industry resign to using their website as more of an obligatory gesture to their existing clients.
One company, WebReception, is changing the way businesses across Australia, US and UK think about converting their traffic. The Melbourne-based outfit put expert sales agents on your website via a LiveChat box to talk, qualify and convert to your visitors to leads 24/7. The staff spend 1-3 days thoroughly learning your business background, what you offer and importantly what you don’t offer, who your target customers is and who it’s not.
The key however is that they’re not providing customer service to your visitors, just a way of personally engaging more leads from your existing traffic.
We have been utilising this service and have seen amazing results in a very short amount of time. It is a lot easier than the traditional cold call or networking events.
2. Events
We hold a number of events which are a great way to show that you are adding value but also an awesome opportunity for people who want to learn more about your business to do so in a non threatening way. Try to hold events that represent your brand and culture and attract the target demographic you are after. As Wealth Enhancers targets high performing young professionals, sports and entertainment people and entrepreneurs we hold fun and motivating events such as Makeover your finances, bike appreciation nights, horse racing days.
3. PR
Public relations is such a simple way to get your message out to the masses very quickly and cheaply. It also provides you with a lot of credibility. The key to PR is to determine what you want your message to be and who you want it to be heard by. The funny thing about PR is that the more you put out the more you get so keep on pitching your messages. Also journalists are extremely busy so the simpler you make it for them the more likely they will assist you and remember they are great people so treat them with respect.
About Finn Kelly
Finn Kelly is the CEO and co-founder of Melbourne-based wealth management boutique Wealth Enhancers. He heads the portfolio management arm of the business, and has developed unique client education and staff training programs.
In his former career, Finn spent seven years as an Army Officer in the Australian Defence Force – an experience he attributes much of his leadership ability and business acumen to.
Along with his life and business partner Sarah Riegelhuth, Finn will be representing Australia at the G20 Young Entrepreneurs Alliance Summit in Russia in June.
